Principal AI Solutions Advisor

Granicus

Principal AI Solutions Advisor at Granicus generating pipeline for AI-native solutions to improve resident experiences and staff efficiency within the public sector. Collaborating with various teams to drive demand and bookings.

Posted 6/16/2026full-timeRemote • 🇬🇧 United KingdomLeadWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Generate $1,000,000 in pipeline annually leveraging professional network, partnerships and relationships from 10+ years experience in government or public sector technology, to generate demand through targeted outreach initiatives in partnership with AI GTM strategy team and demand generation team to prospect ideal customers
Conduct a high volume of AI discovery calls with public sector prospects and existing Granicus customers
Leverage AI to identify key customers through budget, council and other publicly available data and build hypotheses to inform high tough, highly strategic conversations with senior government officials
Run structured discovery to identify the customer’s highest-value AI and process automation opportunities
Partner with BDRs and AEs on early stage discovery, as well as AI Value Engineers on discovery and solutioning phases to compel senior City, County and State leaders to engage in co-development programs with Granicus
Own opportunity progression from initial conversation through qualified opportunity; partner with AI Process Analysts on continued opportunity progression
Scope, propose and facilitate targeted pre-sales engagements, including workshops, on-site working sessions, demonstrations, and forward-deployed team pilots
Maintain disciplined pipeline hygiene in Salesforce, including meeting outcomes, qualification notes, next steps, and accurate stage progression
Partner with RevOps and Marketing on lead routing, qualification criteria, and feedback loops to improve top-of-funnel quality
Surface strategic customer patterns such as use cases, objections, and readiness gaps to Product, Product Marketing, and Marketing teams to help sharpen Granicus’ AI solution and GTM strategy
Collaborate with Account Executives across segments to identify Granicus AI opportunities inside existing customers, as well as prospects, and serve as the AI expert on client-facing calls

Requirements

What you’ll need

10+ years in government in a senior leadership position with experience guiding technology initiatives or procuring cloud, SaaS or AI solutions and managing complex multi-agency strategic plans, or commensurate experience in public sector management consulting
Fluent in AI, automation, and agentic concepts; you can hold an informed conversation about where AI fits in a government workflow / from a business perspective without needing to be a deep technologist
Understanding of various business functions inside local government including, but not limited to utilities, customer service/call center, public records, boards/commissions, agenda and public meetings.
Strong discovery skills: you ask sharp questions, listen for signal, and translate customer language into business problems and use cases
Experience operating in a matrixed go-to-market model alongside AEs, BDRs, marketing, and technical specialists
Proven track record of generating qualified opportunities and partnering with sales – you are measured on a combination of [meetings conducted, opportunities qualified, engagements scoped, and AI bookings]
Excellent written and verbal communication skills; comfortable presenting to director and executive-level government stakeholders
Salesforce proficiency and disciplined CRM hygiene.

Benefits

Comp & perks

Employee Resource Groups to encourage diverse voices
Coffee with Mark sessions – Our employees get to interact with our CEO on very important and sometimes difficult issues ranging from mental health to work-life balance and current affairs.
Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

AIautomationcloud solutionsSaaSdiscovery skillspipeline managementpre-sales engagementopportunity progressionbusiness analysisstrategic planning

Soft Skills

communicationlisteningquestioningcollaborationleadershipproblem-solvingcustomer engagementpresentation skillsrelationship buildingstrategic thinking